Summary
Overview
Work History
Education
Skills
Websites
Timeline
Generic

ELIZABETH JAMES LONGEST

Midlothian,VA

Summary

Senior leader with over 20 years of experience leading teams to help Enterprise customers develop business strategies and solve complex problems in various capacities: B2B technology and professional services sales, business development, program management, marketing/product management, and customer success. Extensive background in leading startup business programs and go-to-market campaigns involving multiple channel partners from ideation to execution. Tenacious and innovative, and known for delivering strong results year after year by creating high-performance teams, finding consensus across competing demands, and communicating effectively and transparently. Recipient of 4 national Exceptional Performance awards from several companies.

Overview

25
25
years of professional experience

Work History

Director of Cybersecurity Presales- West

CDW
02.2022 - Current
  • Exceeded sales quotas for two consecutive years by leading a team of pre-sales solutions architects supporting CDW's top-tier Enterprise customers in a book of business totaling $300MM+ and generating approximately $35MM in GP annually.
  • Quota attainment of 112% (2022) and 102% (2023).
  • Hires and retains top talent; has a proven track record of developing high-producing teams to successfully sell security professional services and technical solutions. In 2022, 60% of the team was brand new to the organization yet successfully exceeded quota by 12%.
  • Responsible for sales pipeline, forecasting, and creation of the strategic plan to ensure goals are hit.
  • Maximizes revenue generation opportunities by collaborating with channel partners and sales leaders to establish business growth strategies and to identify cross-sell/up-sell opportunities.
  • Serves internal customers by working with the vice president of sales and sales directors to identify seller enablement needs, design and deliver enablement campaigns, and keep sellers updated on CDW’s professional services capabilities.

Hypergrowth Platform Leader

Sirius Computer Solutions (now CDW)
07.2019 - 02.2022
  • Collaborated with the vice presidents of business development, strategic alliances, and cybersecurity to lead startup business programs (valued at $20MM+) from ideation to execution, which produced over $100MM in additional revenue for the bottom line.
  • Aligned nationally distributed teams, including several channel partners, marketing, solution architects, and sales leadership, to create winning business models and deploy over 12 new business programs.
  • Developed go-to-market strategies for over 20 different sales motions and negotiated/procured funding commitments from 5 channel partners (investments totaling $15MM +).
  • Piloted a national cybersecurity pre-sales practice focused on better serving the needs of our mid-market customer base. Responsible for program design, profitability, staffing, national sales enablement, and overall program success.
  • Summit Award recipient for exceptional performance in 2021.

Sr. Program Manager, Cybersecurity Solutions

Sirius Computer Solutions (now CDW)
11.2018 - 07.2019
  • Aligned professional services leadership, security solutions architects, sales leadership, and client executives to drive awareness of value-added selling and improve the quality of our Statements of Work, growing the profitability of professional services sales in the Southeast territory. In less than a year, a blended GP target of 30% was achieved (from 27% the prior year).

National Practice Lead- Endpoint and Data Protection Solutions

Sirius Computer Solutions (now CDW)
11.2016 - 02.2019
  • Formed a new segment of our cybersecurity practice by standing up our Endpoint and Data Protection solutions portfolio, which generated over $55MM in product and professional services annually.
  • Produced services revenue growth of greater than 104% in Y1 and achieved sales quota each year.
  • Identified customer demand for Software Asset Management professional services and created an additional business segment, generating $2MM in revenue for professional services in Y1 (38% GP).
  • Managed remote teams of pre-sales and post-sales security architects, with the delivery team contributing to a staffing utilization of 86%, exceeding the utilization target every year.
  • Exceeded annual GP target of 30% for professional services by 5% or greater every year.

National Senior Program Manager- Information Security Solutions

Sirius Computer Solutions
09.2014 - 11.2016
  • Directed large (20+) cross-functional professional services delivery teams by leading multi-faceted Security Programs ($10MM+) for Enterprise customers. Delivered best-in-class solutions, minimized risk, reduced costs, ensured operational compliance, and improved end-user experience
  • Summit Award recipient for exceptional performance in 2016.

Global Lead, Identity and Access Management

MeadWestvaco (now WestRock)
07.2012 - 09.2014
  • Accountable for the global success of the Identity and Access Management (IAM) security program, which established policies and procedures for end-user access to over 25,000 employees and carried an annual operating budget of $15MM.
  • Formulated the program strategy, created business cases to secure OPEX and CAPEX funding, authorized technology investments, and worked with cross-functional business leaders throughout the global enterprise to promote program awareness and compliance.
  • Led a team of solution architects and system admins to support the technical needs of the program.

National Accounts Manager

Affinion Loyalty Group (now Connexions Loyalty)
01.1999 - 07.2012
  • Managed a team of six account managers covering the company’s “national account” portfolio to provide loyalty rewards program support and fulfillment to approximately 60 of the nation’s largest financial services, hospitality, and airline brands.
  • Analyzed the results of marketing initiatives and measured account growth and other KPIs to generate business strategies for a portfolio with more than $50MM in annualized revenue.
  • Doubled revenue on the company’s largest account in one year from $15MM to $30MM.
  • Twice awarded President’s Circle for top 10 performers in the company.

Education

Executive MBA Certification -

University of Richmond
01.2003

Bachelor of Arts -

Sweet Briar College
01.1993

Skills

  • Business Development (15)
  • Contract Negotiation (15)
  • IT Program Management/PMO (15)
  • P&L Management (15)
  • Product Development and SDLC (12)
  • Technical Presales Consulting Management (10)
  • B2B Technology and SaaS Sales (10)
  • Partner Relationship Management (10)
  • Cybersecurity (13)
  • Loyalty Rewards (12)
  • Financial Services (12)
  • Call Center Operations (3)
  • ITIL, ITSM, PMBOK, AGILE

Timeline

Director of Cybersecurity Presales- West

CDW
02.2022 - Current

Hypergrowth Platform Leader

Sirius Computer Solutions (now CDW)
07.2019 - 02.2022

Sr. Program Manager, Cybersecurity Solutions

Sirius Computer Solutions (now CDW)
11.2018 - 07.2019

National Practice Lead- Endpoint and Data Protection Solutions

Sirius Computer Solutions (now CDW)
11.2016 - 02.2019

National Senior Program Manager- Information Security Solutions

Sirius Computer Solutions
09.2014 - 11.2016

Global Lead, Identity and Access Management

MeadWestvaco (now WestRock)
07.2012 - 09.2014

National Accounts Manager

Affinion Loyalty Group (now Connexions Loyalty)
01.1999 - 07.2012

Executive MBA Certification -

University of Richmond

Bachelor of Arts -

Sweet Briar College

Similar Profiles

CREATE PROFILE
ELIZABETH JAMES LONGEST